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How to be viewed as a consultant & partner 
NextGen National Sales Meeting 
January 22nd 2007 
Presented by James Muir
NextGen – The best job on the planet? 
•Perfect Alignment 
–Our software helps people 
–Help those who help others 
–You can affect many lives for good by helping care- givers be the best they can be 
•You can make a lot of money 
–What do I mean when I say “a lot of money”? 
–Quota club people 
–Top performers 
–Bonuses 
•I want that for all of you 
•But you will have to work for it 
–And that what this session is about – to help you know what to work on.
Why would I want to be seen as a partner- consultant by my prospect? 
•They will share more information with you 
•They will ask for advice & accept your recommendations 
•They will refer you to others 
•They will forgive your mistakes 
•They will protect & warn you 
•You will make more and bigger sales 
–STUDY – “Trusted Advisors” are 70% more likely to come away with the sale - Susan Mulcahy – “Evaluating the costs of sales calls in business to business markets: a study of more than 23,000 business” (Washibgtin: Cahners Research, January 2002), p.8 
•Ego stroke… : )
In relationship to your client what do you want? 
•A sale? 
•You want them to be insanely successful. 
•What do you get when they become insanely successful? 
–Reference 
–Case study 
–Education 
•If you are selling your client and abandoning them you are making a big mistake. 
•Referencable clients are probably the best selling shortcut there is 
–Enduring good business is more important than the value of the current transaction. 
–Example: Banner Health Systems
If you are focused on their success they will focus on your success 
Once they understand that you are genuinely looking out for them and that you are a resource – everything changes.
3 Personal Development Areas to Focus On 
• Being a consultant & partner with your clients 
combines all three elements 
Product Knowledge Business Knowledge 
Sales Skills
Focusing Questions 
•Business Knowledge 
–What is the client trying to achieve? 
•Professionally 
•Personally 
•Product Knowledge 
–How does NextGen help them achieve those goals? 
•Specifically, what steps do they need to take to get the result? 
•Sales Skills 
–How do I manage myself & my client to facilitate their understanding of how to: 
•Get the results they want 
•Create a win-win business deal
The AMAZING psychic salesperson! 
•Question #1 
•Question #2 
•Question #3 
•That’s what we sound like to the client when we go in hocking software. 
•THEIR TRANSLATION: “I don’t give a rip about you. Just buy my stuff.” 
•So we need to change our attitude & how we come across.
90% of being viewed as a consultant & partner is ATTITUDE 
•Sorry for such touchy-feely advice, but it’s the truth 
•I prefer hard-core tools, but this really is the biggest thing. 
•So stop hocking software, be a professional & think: 
–What are they trying to achieve? 
–How does NextGen help get them there? 
–How can I create a deal that works for them? 
•That’s the real juice right there.
So lets take a minute a look closer at these 
•How do I know what they are trying to achieve? 
–Discovery visit. (did that last time) 
•How do I know how NextGen helps get them there? 
–Learn their Business 
–Learn NextGen Software 
–Learn NextGen Implementation 
•How do I create a deal that works for them? 
–Learn the deal dynamics they are working with 
•Examples: Terms, milestones, deposits, special things, etc. 
•Engage the client in the process 
–Go through it with them 
–Don’t just email it to them – be there to review it with them using the bound proposal book 
•Work with your manager to craft a deal that works for them
POP QUIZ: Who makes more? Doctors or Pharmacists? 
•Income: 
–Pharmacist - $74,000-$89,000 
–Physician - $170,000-$500,000 
•Why? 
•Clients want more than just the solution. They want diagnosis. 
•Pharmacists just sell a solution. 
•Drs. Diagnose & prescribe.
Adopt the consultant & partner Attitude 
•You are a consultant with the best tool ever made to affect practice improvement 
•Always think in terms of how you can help the client. 
–How can *NextGen* be used to help this client? 
–How can *I* help this client? 
–How can I help this *person?* 
•Remember Strategic Selling - Practices don’t buy systems – people do. 
–Genuinely get to know & help the people & you’ll have more satisfying relationships, better references & more sales.
A big component of that is rapport & trust (cut for time) 
•Resources 
–The Trusted Advisor – David H. Maister 
–How to Connect in Business in 90 Seconds or Less – Nicholas Boothman
Technique 
•We are going to work on technique in 3 areas 
1.Process 
2.Communication 
3.Real Value
Technique: Process 
•Do things like consultant/partners do - not the way salespeople do 
•Question rather than talk 
•How to ask questions – 
–See Discovery Presentation 
•Answering Questions 
–First impulse is “Answer so you don’t create an issue or get eliminated” 
–Instead clarify, then answer honestly and explain the ups and downs of their decision - EXAMPLE: How to I transition to paperless? 
•Perform Discovery Visits 
–Tailor your presentation and make reference to your discovery visit 
–Client’s want to be understood. 
•They think, “They understand me. My best chance of getting what I want is with them.” 
–Don’t underestimate the power of this. 
•Review Proposals in Person 
•Presentations* 
What is the 1# Complaint about sales reps by B2B customers according to an extensive study by The HR Chally Group? 
“The sales rep didn’t understand my business.” 
MESSAGE: The customer wants to FEEL understood
Technique: Process – Presentations 
•How you deliver your presentation sends a message. 
•Send the message that this is a dynamic, custom presentation just for this specific client 
•4 Ways to make your presentation dynamic 
–White board list 
–Executive Overview with PowerPoint 
–3 Box Monty 
–Tailored Product Demo 
•Why these work: 
–It different than PowerPoint 
–Higher retention because it’s experiential
Technique: Process – Presentations (overview) 
•Always interact with the audience before you begin 
•Example: “We’ve got a presentation all prepared for you, but before we start I’d like to…” 
“… get to know everyone. Maybe we could go around the table and introduce ourselves and then mention the items your most interested in addressing today.” 
“… make the most of your time by focusing on the things that are most important. What would you say are the most important things you like us to cover?” 
“… hear a little bit about your project. What can you tell us about where you’re at?”
Technique: Process – Presentations (overview) 
•Eliciting Responses* 
•Be in rapport with the audience 
•Pause 3-5 seconds after your question and after their response 
•Wait-time 1 (3-5 seconds) 
–Typically 1 second 
–Interruptions common 
•Wait-time 2 (3-5 seconds) 
–Typically 0 seconds 
•Follow up with clarify questions 
–Example: “I’m having trouble with my Accounts Receivable reports.” 
•Have fun with it 
•Benefit – you’ll get: 
–More answers 
–Complete answers 
–Better answers 
–Much higher engagement & retention
Technique: Process – Presentations (White Board List) 
1.Have a white board or flip chart handy 
2.Elicit responses from the audience and write them on board 
•You can even have one of them write the responses 
3.Number each one 
4.Go until they run out of gas 
•Joke that you can only go until you run out of space 
5.Customize your overview and demo 
6.Refer to the list 
7.Check off each one as you complete it 
8.If necessary go back to the list at the end and pick up any missed items
Technique: Process – Presentations (Executive Overview with PowerPoint) 
1.Ask what’s most important using previous techniques 
2.Write them down 
3.Customize your overview by going to ONLY those slides that address their issues 
–Less is more 
–Executives will not tolerate more than 5-10 slides 
•This takes good judgment
Technique: Process – Presentations (3 Box Monty) 
1.Draw the 3 box form with: 
–Company name 
–Value proposition 
2. First Box (Industry – Healthcare) 
–Industry issues that apply based on discovery 
–What else? 
3.Second Box (Client Name) 
–Issues that came from discovery 
–What else? 
4.Third Box (NextGen) 
–Solutions to client issues 
–What else? 
5.Draw Connecting Arrows 
6.Proceed to demonstration
Three Box Monte Example 
NextGen Healthcare Sales Value Proposition Example - Specialists in Healthcare Workflow Automation 
Industry Ex. Healthcare 
Client 
Ex. Banner Health Systems 
NextGen 
Industry Issues 
1.Issue 1 
2.Issue 2 
3.Issue 3 
4.What Else? 
Client Issues 
1.Issue 1 
2.Issue 2 
3.Issue 3 
4.What Else? 
Solutions 
1.Solution 1 
2.Solution 2 
3.Solution 3 
4.What Else?
Technique: Process – Presentations (Tailored Product Demo) 
1.Ask what’s most important using previous techniques 
2.Tell the client you will do a normal flow and make sure to hit all these issues 
•(that you now have on the board) 
3.Mentally or on paper customize the order of your demonstration 
4.Refer to the list 
5.Check off each one as you complete it 
6.If necessary go back to the list at the end and pick up any missed items
Technique: Process – Presentations Concerns 
•Q. What if list has something I can’t address? 
•A. Don’t fool yourself. If you want the actual implementation to go well it will have to be addressed. 
–Complement them on their question and state that you don’t know. 
–Give yourself some homework and promise to follow up. 
–Then follow up with the answer or a solution. 
•You’ll be surprised. 90% of the issues are the same every time. 
–Even funnier – Many times you wont get through the whole list but they will still feel understood and buy. 
•Danger – Manage expectations 
•Q. What if a consultant has created a script / agenda? 
•A. Prepare to do the presentation using the agenda. Then: 
–Before or as you start ask the audience if they have seen the agenda & scenarios to gauge how engaged they are in them. 
•(Most times only the consultant is engaged) 
–Then state: “Just so we make the most of your time, in addition to this what items would you say are the most important for us to cover?” 
–Then process as above using the normal method
Technique: Process – Presentations Skill Set 
•Managing an interactive group 
•Eliciting responses 
•Knowing your library of PPT resource slides 
•Product mastery 
–Knowing how NextGen applies to each issue
Technique: Communication 
•Don’t use salesperson language, use partner language 
•Always speak in terms of what it does for the client 
–Before you say something think “So what?” from the client’s perspective 
•What not to say… 
–Don’t say “I” or “You” say “We” 
–Don't’ say “Your”, say “Our” 
–Don’t say “You should…” say “You might consider…” or “Some of my clients have…” or “Client X did…” or “If it were my practice I would consider…” 
–Use “Project” not “evaluation” 
–Use “Agreement” not “Contract” 
–Use “Authorize” not “Sign” 
•Clients value your viewpoint and opinion. Share it with them but use disclaimers: 
–“Not everyone agrees with me but…” 
–Think your advice through. Does it really work? 
•“I will check on X and report back.” (then do of course) 
–This really gets them thinking of you as a resource – after all you “report” to them
Technique: Adding Real Value 
5 Areas you can add real value 
1.Product Knowledge (Mastery Level Knowledge) 
2.Facilitation (Help facilitate & move their processes) 
3.Management Expertise (Management advice – be careful) 
4.Business Expertise (Business advice) 
5.Domain Expertise (Mastery in a domain of knowledge)*
Technique: Adding Real Value (Domain Expertise) 
•This is your secret weapon – 
System Implementation 
•How often does a group get a new system? 
•How often do they get a new EMR? 
•With the little bit of experience you have – you have more experience than 90% of all clients 
•That knowledge is VERY valuable
Technique: Adding Real Value (Domain Expertise) 
•How do I learn about successful system implementation? 
•NextGen Best Practice docs 
•Visit your clients 
•Attend all your go-lives 
–(observe what works and what doesn’t work) 
•Gather all the information you can 
–There’s not that much so you can darn-near read it all in a few months
Technique: Adding Real Value (Domain Expertise) 
•Be a walking best practices guide 
•Be a Nexus 
–Introduce your client to other clients, people, products that can help them. Be the person they go to when they need something in your domain. 
•Provide them information in your domain 
–Books 
–White-papers, Summaries, Websites, Any useful information 
–Complimentary vendors 
•Consultants, Welch Allyn, Brentwood, DocuScan, IT, etc.
BONUS - Persuasion Technique 
1.Tell them what they’ll gain 
2.Rip off a step by step of how you’ll get them there 
3.Give stats 
4.Give an example 
•Knowledge Requirements 
•Know the steps to the solution detail 
–(Step by step) 
•This makes understanding implementation very important
Another Domain (NextGen Processes) 
•Help them understand and work though how things are done at NG. (HR Challey Study) 
•STUDY 
According research by The HR Chally Group the top three things that B2B customers want from their sales person are: 
1.Competence at “personally” managing the total customer relationship 
2.Understanding the Customer’s Business 
3.Act as a customer advocate to any and all problems
Conclusion 
•Who’s responsible for your personal development? 
You are. 
•NextGen invests 12-18% of revenue on research & development. 
•How much did you spend on personal development last year? 
•Invest 5% of your income on personal development. 
•My Promise:
Resources 
•Consultant / Partner Attitude 
–Let’s Get Real or Let’s Not Play – Mahan Khalsa 
–Selling With Integrity – Sharon Drew Morgen 
•Questioning 
–Let’s Get Real or Let’s Not Play – Mahan Khalsa 
–Buying Facilitation – Sharon Drew Morgen 
–Exceptional Selling – Jeff Thull 
•Presentations 
–Value Forward Selling 
•Communications 
–Connecting With Your Customers - Bill Bethel 
•Real Value 
–Medical Management 
•Mastering Patient Flow: More Ideas to Increase Efficiency and Earnings - Elizabeth W. Woodcock 
–EMR Implementation 
•Electronic Health Records: Transforming Your Medical Practice - Margret Amatayakul 
•Implementing an Electronic Health Record System - James M. Walker 
•The Electronic Physician: Guidelines for Implementing a Paperless Practice - Allscripts 
–Business 
•Audio Tech Executive Book Summaries 
•SoundView Executive Book Summaries
About Your Speaker 
•25+ Years in Revenue Cycle Management & Billing Service Administration 
•BA, Brigham Young University 
•Author, 2 books, hundreds of articles including articles for the MGMA Connexion and Advance For Health Information Executives 
•Educator for many organizations including various MGMA chapters and Metro managers groups. 
•Certifications from IBM, 3Com, Miller-Heiman, Franklin Covey and JES. 
•Longstanding active participant with MGMA & HFMA 
James M Muir VP Sales NextGen Healthcare – Southwest Region NextGen Healthcare Speaker, Author, Educator www.linkedin.com/in/puremuir/ jmuir@RCMguy.com

Weitere ähnliche Inhalte

How to be Viewed as a Consultant and Partner by Your Clients

  • 1. How to be viewed as a consultant & partner NextGen National Sales Meeting January 22nd 2007 Presented by James Muir
  • 2. NextGen – The best job on the planet? •Perfect Alignment –Our software helps people –Help those who help others –You can affect many lives for good by helping care- givers be the best they can be •You can make a lot of money –What do I mean when I say “a lot of money”? –Quota club people –Top performers –Bonuses •I want that for all of you •But you will have to work for it –And that what this session is about – to help you know what to work on.
  • 3. Why would I want to be seen as a partner- consultant by my prospect? •They will share more information with you •They will ask for advice & accept your recommendations •They will refer you to others •They will forgive your mistakes •They will protect & warn you •You will make more and bigger sales –STUDY – “Trusted Advisors” are 70% more likely to come away with the sale - Susan Mulcahy – “Evaluating the costs of sales calls in business to business markets: a study of more than 23,000 business” (Washibgtin: Cahners Research, January 2002), p.8 •Ego stroke… : )
  • 4. In relationship to your client what do you want? •A sale? •You want them to be insanely successful. •What do you get when they become insanely successful? –Reference –Case study –Education •If you are selling your client and abandoning them you are making a big mistake. •Referencable clients are probably the best selling shortcut there is –Enduring good business is more important than the value of the current transaction. –Example: Banner Health Systems
  • 5. If you are focused on their success they will focus on your success Once they understand that you are genuinely looking out for them and that you are a resource – everything changes.
  • 6. 3 Personal Development Areas to Focus On • Being a consultant & partner with your clients combines all three elements Product Knowledge Business Knowledge Sales Skills
  • 7. Focusing Questions •Business Knowledge –What is the client trying to achieve? •Professionally •Personally •Product Knowledge –How does NextGen help them achieve those goals? •Specifically, what steps do they need to take to get the result? •Sales Skills –How do I manage myself & my client to facilitate their understanding of how to: •Get the results they want •Create a win-win business deal
  • 8. The AMAZING psychic salesperson! •Question #1 •Question #2 •Question #3 •That’s what we sound like to the client when we go in hocking software. •THEIR TRANSLATION: “I don’t give a rip about you. Just buy my stuff.” •So we need to change our attitude & how we come across.
  • 9. 90% of being viewed as a consultant & partner is ATTITUDE •Sorry for such touchy-feely advice, but it’s the truth •I prefer hard-core tools, but this really is the biggest thing. •So stop hocking software, be a professional & think: –What are they trying to achieve? –How does NextGen help get them there? –How can I create a deal that works for them? •That’s the real juice right there.
  • 10. So lets take a minute a look closer at these •How do I know what they are trying to achieve? –Discovery visit. (did that last time) •How do I know how NextGen helps get them there? –Learn their Business –Learn NextGen Software –Learn NextGen Implementation •How do I create a deal that works for them? –Learn the deal dynamics they are working with •Examples: Terms, milestones, deposits, special things, etc. •Engage the client in the process –Go through it with them –Don’t just email it to them – be there to review it with them using the bound proposal book •Work with your manager to craft a deal that works for them
  • 11. POP QUIZ: Who makes more? Doctors or Pharmacists? •Income: –Pharmacist - $74,000-$89,000 –Physician - $170,000-$500,000 •Why? •Clients want more than just the solution. They want diagnosis. •Pharmacists just sell a solution. •Drs. Diagnose & prescribe.
  • 12. Adopt the consultant & partner Attitude •You are a consultant with the best tool ever made to affect practice improvement •Always think in terms of how you can help the client. –How can *NextGen* be used to help this client? –How can *I* help this client? –How can I help this *person?* •Remember Strategic Selling - Practices don’t buy systems – people do. –Genuinely get to know & help the people & you’ll have more satisfying relationships, better references & more sales.
  • 13. A big component of that is rapport & trust (cut for time) •Resources –The Trusted Advisor – David H. Maister –How to Connect in Business in 90 Seconds or Less – Nicholas Boothman
  • 14. Technique •We are going to work on technique in 3 areas 1.Process 2.Communication 3.Real Value
  • 15. Technique: Process •Do things like consultant/partners do - not the way salespeople do •Question rather than talk •How to ask questions – –See Discovery Presentation •Answering Questions –First impulse is “Answer so you don’t create an issue or get eliminated” –Instead clarify, then answer honestly and explain the ups and downs of their decision - EXAMPLE: How to I transition to paperless? •Perform Discovery Visits –Tailor your presentation and make reference to your discovery visit –Client’s want to be understood. •They think, “They understand me. My best chance of getting what I want is with them.” –Don’t underestimate the power of this. •Review Proposals in Person •Presentations* What is the 1# Complaint about sales reps by B2B customers according to an extensive study by The HR Chally Group? “The sales rep didn’t understand my business.” MESSAGE: The customer wants to FEEL understood
  • 16. Technique: Process – Presentations •How you deliver your presentation sends a message. •Send the message that this is a dynamic, custom presentation just for this specific client •4 Ways to make your presentation dynamic –White board list –Executive Overview with PowerPoint –3 Box Monty –Tailored Product Demo •Why these work: –It different than PowerPoint –Higher retention because it’s experiential
  • 17. Technique: Process – Presentations (overview) •Always interact with the audience before you begin •Example: “We’ve got a presentation all prepared for you, but before we start I’d like to…” “… get to know everyone. Maybe we could go around the table and introduce ourselves and then mention the items your most interested in addressing today.” “… make the most of your time by focusing on the things that are most important. What would you say are the most important things you like us to cover?” “… hear a little bit about your project. What can you tell us about where you’re at?”
  • 18. Technique: Process – Presentations (overview) •Eliciting Responses* •Be in rapport with the audience •Pause 3-5 seconds after your question and after their response •Wait-time 1 (3-5 seconds) –Typically 1 second –Interruptions common •Wait-time 2 (3-5 seconds) –Typically 0 seconds •Follow up with clarify questions –Example: “I’m having trouble with my Accounts Receivable reports.” •Have fun with it •Benefit – you’ll get: –More answers –Complete answers –Better answers –Much higher engagement & retention
  • 19. Technique: Process – Presentations (White Board List) 1.Have a white board or flip chart handy 2.Elicit responses from the audience and write them on board •You can even have one of them write the responses 3.Number each one 4.Go until they run out of gas •Joke that you can only go until you run out of space 5.Customize your overview and demo 6.Refer to the list 7.Check off each one as you complete it 8.If necessary go back to the list at the end and pick up any missed items
  • 20. Technique: Process – Presentations (Executive Overview with PowerPoint) 1.Ask what’s most important using previous techniques 2.Write them down 3.Customize your overview by going to ONLY those slides that address their issues –Less is more –Executives will not tolerate more than 5-10 slides •This takes good judgment
  • 21. Technique: Process – Presentations (3 Box Monty) 1.Draw the 3 box form with: –Company name –Value proposition 2. First Box (Industry – Healthcare) –Industry issues that apply based on discovery –What else? 3.Second Box (Client Name) –Issues that came from discovery –What else? 4.Third Box (NextGen) –Solutions to client issues –What else? 5.Draw Connecting Arrows 6.Proceed to demonstration
  • 22. Three Box Monte Example NextGen Healthcare Sales Value Proposition Example - Specialists in Healthcare Workflow Automation Industry Ex. Healthcare Client Ex. Banner Health Systems NextGen Industry Issues 1.Issue 1 2.Issue 2 3.Issue 3 4.What Else? Client Issues 1.Issue 1 2.Issue 2 3.Issue 3 4.What Else? Solutions 1.Solution 1 2.Solution 2 3.Solution 3 4.What Else?
  • 23. Technique: Process – Presentations (Tailored Product Demo) 1.Ask what’s most important using previous techniques 2.Tell the client you will do a normal flow and make sure to hit all these issues •(that you now have on the board) 3.Mentally or on paper customize the order of your demonstration 4.Refer to the list 5.Check off each one as you complete it 6.If necessary go back to the list at the end and pick up any missed items
  • 24. Technique: Process – Presentations Concerns •Q. What if list has something I can’t address? •A. Don’t fool yourself. If you want the actual implementation to go well it will have to be addressed. –Complement them on their question and state that you don’t know. –Give yourself some homework and promise to follow up. –Then follow up with the answer or a solution. •You’ll be surprised. 90% of the issues are the same every time. –Even funnier – Many times you wont get through the whole list but they will still feel understood and buy. •Danger – Manage expectations •Q. What if a consultant has created a script / agenda? •A. Prepare to do the presentation using the agenda. Then: –Before or as you start ask the audience if they have seen the agenda & scenarios to gauge how engaged they are in them. •(Most times only the consultant is engaged) –Then state: “Just so we make the most of your time, in addition to this what items would you say are the most important for us to cover?” –Then process as above using the normal method
  • 25. Technique: Process – Presentations Skill Set •Managing an interactive group •Eliciting responses •Knowing your library of PPT resource slides •Product mastery –Knowing how NextGen applies to each issue
  • 26. Technique: Communication •Don’t use salesperson language, use partner language •Always speak in terms of what it does for the client –Before you say something think “So what?” from the client’s perspective •What not to say… –Don’t say “I” or “You” say “We” –Don't’ say “Your”, say “Our” –Don’t say “You should…” say “You might consider…” or “Some of my clients have…” or “Client X did…” or “If it were my practice I would consider…” –Use “Project” not “evaluation” –Use “Agreement” not “Contract” –Use “Authorize” not “Sign” •Clients value your viewpoint and opinion. Share it with them but use disclaimers: –“Not everyone agrees with me but…” –Think your advice through. Does it really work? •“I will check on X and report back.” (then do of course) –This really gets them thinking of you as a resource – after all you “report” to them
  • 27. Technique: Adding Real Value 5 Areas you can add real value 1.Product Knowledge (Mastery Level Knowledge) 2.Facilitation (Help facilitate & move their processes) 3.Management Expertise (Management advice – be careful) 4.Business Expertise (Business advice) 5.Domain Expertise (Mastery in a domain of knowledge)*
  • 28. Technique: Adding Real Value (Domain Expertise) •This is your secret weapon – System Implementation •How often does a group get a new system? •How often do they get a new EMR? •With the little bit of experience you have – you have more experience than 90% of all clients •That knowledge is VERY valuable
  • 29. Technique: Adding Real Value (Domain Expertise) •How do I learn about successful system implementation? •NextGen Best Practice docs •Visit your clients •Attend all your go-lives –(observe what works and what doesn’t work) •Gather all the information you can –There’s not that much so you can darn-near read it all in a few months
  • 30. Technique: Adding Real Value (Domain Expertise) •Be a walking best practices guide •Be a Nexus –Introduce your client to other clients, people, products that can help them. Be the person they go to when they need something in your domain. •Provide them information in your domain –Books –White-papers, Summaries, Websites, Any useful information –Complimentary vendors •Consultants, Welch Allyn, Brentwood, DocuScan, IT, etc.
  • 31. BONUS - Persuasion Technique 1.Tell them what they’ll gain 2.Rip off a step by step of how you’ll get them there 3.Give stats 4.Give an example •Knowledge Requirements •Know the steps to the solution detail –(Step by step) •This makes understanding implementation very important
  • 32. Another Domain (NextGen Processes) •Help them understand and work though how things are done at NG. (HR Challey Study) •STUDY According research by The HR Chally Group the top three things that B2B customers want from their sales person are: 1.Competence at “personally” managing the total customer relationship 2.Understanding the Customer’s Business 3.Act as a customer advocate to any and all problems
  • 33. Conclusion •Who’s responsible for your personal development? You are. •NextGen invests 12-18% of revenue on research & development. •How much did you spend on personal development last year? •Invest 5% of your income on personal development. •My Promise:
  • 34. Resources •Consultant / Partner Attitude –Let’s Get Real or Let’s Not Play – Mahan Khalsa –Selling With Integrity – Sharon Drew Morgen •Questioning –Let’s Get Real or Let’s Not Play – Mahan Khalsa –Buying Facilitation – Sharon Drew Morgen –Exceptional Selling – Jeff Thull •Presentations –Value Forward Selling •Communications –Connecting With Your Customers - Bill Bethel •Real Value –Medical Management •Mastering Patient Flow: More Ideas to Increase Efficiency and Earnings - Elizabeth W. Woodcock –EMR Implementation •Electronic Health Records: Transforming Your Medical Practice - Margret Amatayakul •Implementing an Electronic Health Record System - James M. Walker •The Electronic Physician: Guidelines for Implementing a Paperless Practice - Allscripts –Business •Audio Tech Executive Book Summaries •SoundView Executive Book Summaries
  • 35. About Your Speaker •25+ Years in Revenue Cycle Management & Billing Service Administration •BA, Brigham Young University •Author, 2 books, hundreds of articles including articles for the MGMA Connexion and Advance For Health Information Executives •Educator for many organizations including various MGMA chapters and Metro managers groups. •Certifications from IBM, 3Com, Miller-Heiman, Franklin Covey and JES. •Longstanding active participant with MGMA & HFMA James M Muir VP Sales NextGen Healthcare – Southwest Region NextGen Healthcare Speaker, Author, Educator www.linkedin.com/in/puremuir/ jmuir@RCMguy.com